Business Development & Licensing Courses
Process and critical skills training for success in BD&L
CELforPharma’s business development & licensing courses are designed to accelerate your learning curve in mastering the overall process and critical skills that are required to close successful deals in the pharma, medtech & biotech industry.
In just 1 or 2 days, you will gain invaluable insights and practical knowledge from the expertise of industry thought leaders. The small class sizes and interactive programmes ensure that you will also learn from sharing experiences with your international peers.
BUSINESS DEVELOPMENT & LICENSING:
Business Development & Licensing Course For Pharma & Biotech
With Dr. Carlos Velez
🎓 What you will learn:
- The role of the BD&L function and partnering models for corporate growth.
- Key success factors and tips for the planning and execution of the out-licensing process.
- Key success factors and tips for the planning and execution of the in-licensing process.
- What you need to know about patents and intellectual property.
- Overview of forecasting and valuation tools, methods and approaches.
- Introduction to term sheets, negotiation, closing the deal and managing the alliance.
OUT-LICENSING:
The Pharmaceutical Out-licensing Course
With David Scott
🎓 What you will learn:
- Critical initial planning decisions such as timing, deal type etc.
- Key elements and do’s & don’ts of critical documents, i.e. CDAs, MTAs and term sheets.
- How to set up a spreadsheet to simulate the value and optimal commercial structure of the deal.
- How to maximise your attractiveness to potential licensing partners.
- How to target licensees who are more likely to pay a premium.
- Understand the due diligence process and what will be expected from you.
- Tips for negotiating and managing the deal.
VALUATION:
Pharma-Biotech Product & Company Valuation
With Dr. Patrik Frei
🎓 What you will learn:
- A methodology for assessing and optimising the risk profile of a life science company prior to valuation.
- The different valuation methods used for life science companies and products.
- How to calculate the value of a biotech or life science company with the Discounted Cash Flow method/rNPV, comparables and Venture Capital method.
- How to use risk-adjusted Net Present Value (rNPV) to calculate the value of a pharmaceutical compound in development.
- How to structure the licensing deal between companies, covering issues such as milestone and royalty payments.
LICENSING NEGOTIATION:
The Pharma Licensing Negotiation Course
With Dr. Roger Cox
🎓 What you will learn:
- The skill set required to successfully negotiate licence deals in the pharma-biotech world, to persuade and build consensus.
- What you need to prepare and check before starting a negotiation.
- The methods for determining value and how to use a financial modelling spreadsheet to improve negotiation outcomes.
- Practise negotiating skills in 4 interactive role plays featuring typical Pharma/Biotech licensing situations.
- The differences between integrative and distributive negotiation strategies and tools to improve leverage.
- The various types of licence agreements used in pharma-biotech, and methods to determine royalty rates and value sharing.
FORECASTING:
The Pharma Forecasting Course
With Gary Johnson & Sam Johnson
🎓 What you will learn:
- The 6 proven principles for producing the most accurate forecasts.
- When and how to use epi-based vs. patient-based vs. sales-based forecasts.
- The evidence-based forecasting techniques for pharmaceuticals and how to use them.
- How to build Market Access correctly into your forecasts.
- How to deal with unique-to-pharma issues like lines of therapy, co-prescription, etc.
- The future impact of new technologies (e.g., AI and Big Data) on pharma forecasting.
Are you ready to take your career in the pharmaceutical industry to the next level? 🚀
Discover CELforPharma's complete course portfolio, including topics you work on in cross-functional teams:
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